Brianna Kellum
Partner Sales
Summary
Sales professional with proven track record in partner relations and business development. Skilled in driving revenue growth through strategic alliances and effective communication. Strong focus on collaboration, adaptability, and achieving results. Known for reliability and ability to thrive in dynamic environments. Proficient in sales strategies, negotiation, and market analysis.
Overview
13
13
years of professional experience
4
4
years of post-secondary education
Work History
AWS Partner Sales Specialist
Pluralsight
02.2024 - Current
- Enable sellers internally and AWS partners externally to drive results.
- Develop and track joint business development prospecting efforts across Pluralsight and AWS.
- Track AWS pipeline and work with segment leaders on execution and other sales-related activities.
- Ownership over APN - triaging, assigning, and calendarizing inbound leads where appropriate.
- Serve as voice externally with AWS by activating the Demand Generation team and Account Managers from acquisition to growth.
- Increased AWS & partner originated opportunities by +217% YOY and Pluralsight AEs actively participating in co-sell initiatives by +70% YOY through enablement, strategic involvement in key deals, and accurate forecasting.
Business Development Representative
Pluralsight
07.2021 - 01.2024
- Conducted market research to identify new business opportunities, leveraging CRM software to track leads and maintain customer relationships.
- Developed and delivered compelling presentations to prospective clients, articulating value propositions that aligned with their business needs.
- Collaborated with cross-functional teams to create tailored proposals, ensuring alignment with organizational goals and client expectations.
- Managed sales pipeline by qualifying leads, nurturing relationships, and converting opportunities into long-term partnerships.
Associate Account Representative
Micro Focus
06.2019 - 04.2021
- Managed quotes and opportunities for a team of 30 account executives.
- Created sales reports to track pipeline and forecasting opportunities.
- Coordinated schedules and calendars between account managers, customers, and support team.
- Managed account portfolios by developing strong relationships with clients, ensuring their needs were met through tailored solutions and support.
- Conducted regular account reviews to identify opportunities for upselling and cross-selling products, contributing to overall revenue growth.
Lead Development Representative
Micro Focus
05.2018 - 06.2019
- Generated 15+ opportunities per month with an average value of $20K.
- Leveraged outbound calls and email prospecting to qualify leads into opportunities.
- Oversaw discovery calls for top accounts, evaluating software needs, and opening opportunities for account executives.
- Utilized Salesforce to document lead details and maintain appropriate prospecting touches.
- Refined marketing campaigns, providing ongoing feedback to enhance outreach effectiveness.
- Acted as liaison between account managers and customers.
Administrative Assistant
Fastsigns International, Inc.
06.2012 - 05.2018
- Created franchise agreements and franchise disclosure documents.
- Scanned and organized over 1,000 files for efficient franchise tracking.
- Updated insurance and invoice documents for vendors.
- Set up DocuSign system for legal department.
- Interacted with vendors to receive and process orders.
- Coordinated schedules to set up meetings for legal and executive teams.
- Answered multi-line phone system, routing calls, delivering messages to staff and greeting visitors.
Education
Bachelor's of Science - Plant And Soil Science
Texas Tech University
Lubbock, TX 08.2013 - 12.2017
Skills
- Detail-Oriented
- Quick Learner
- Team Player
- Adaptable
- Strategic planning
- Customer relationship building
- Innovation mindset
Timeline
AWS Partner Sales Specialist
Pluralsight
02.2024 - Current
Business Development Representative
Pluralsight
07.2021 - 01.2024
Associate Account Representative
Micro Focus
06.2019 - 04.2021
Lead Development Representative
Micro Focus
05.2018 - 06.2019
Bachelor's of Science - Plant And Soil Science
Texas Tech University
08.2013 - 12.2017
Administrative Assistant
Fastsigns International, Inc.
06.2012 - 05.2018
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